Company: Sales Partnerships, Inc., Broomfield, CO
Company Description: Sales Partnerships, Inc. is the premier direct sales outsourcing company in the world, offering branded representation that delivers rapid revenue lift for the most influential B2B firms in the world. Whether it's brand activation, customer acquisition, or retention, SPI is the leader in providing scalable and proven solutions to the Fortune 500.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales & Marketing Mobile Application – New Version
 Nomination Title: Territory Management, Visualization, and Routing Suite
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the features, functions, benefits, and results to date of the nominated product or service, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
This nomination is a written submission including attachments.
The technology SPI leverages for outsourced field sales has received national recognition ranging from media coverage to prior gold Stevie wins. As a sales outsourcing provider, we innovate to provide bleeding edge solutions to optimize production. We combine proprietary technology with best of breed commercial solutions to help drive sales success.
This nomination covers SPI's Integrated Field Enablement Suite combining Territory Management, Opportunity Prioritization, Routing, and Analytics. This became an integrated package Summer of 2021 and route planning integrated into Salesforce in 2022
Although versions of this were available in 2021, we are putting this under the "New Version" category due to the Salesforce integration from 2022 expanding how it can be used.
Thank you for your time and consideration of SPI's application of our integrated field enablement suite as the best New Version of a Mobile Sales and Marketing Application.
- Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 345 words used.
Territory Analysis and Dynamic Territory Creation - Leveraging AI-based algorythms, SPI's suite allows for territories to be created based on actual transit distance between opportunities rather than archaic zip code methodology. Creating territories based on actual opportunities and dynamically adjusting all nearby territories automatically results in a 20% reduction in overall travel time - time that can be used for more sales work. This is managed centrally but with pull and push relationship to field rep mobile devices.
Prioritization and weighting of opportunities balanced through any number of territories - Not all sales are equally valuable. SPI's tools allow for building territories based on value rather than sheer counts or any hybrid in between. This allows for equitable territory distribution while ensuring higher priority accounts are being worked. The analytics package in our tool will also tell the reverse - identification of what isn't being worked sufficiently as an executive insight. This is usually done centrally but the weighting can be adjusted via mobile in the field to better reflect what they actually see.
Integrated field routing and planning - Most recently integrated into Saleforce CRM Mobile as part of our suite, this allows for daily and weekly route planning within territories based on real transit times and opportunity values. All route planning tools save time - this one allows for ad hoc changes during the day with nearly instant rebuild of a new route based on need. Allowing reps to rebuild their route being worked based on closing opportunities that come to light improves sales. Traditional solutions would have the reps keep the old territory plan - drive to the close then drive back to territory. This takes advantage of the closing opportunities to rebalance and reroute in real-time.
Territory analysis - Identification of performance by territory characteristics rather than just rep performance. Was the individual successful because of pure skill or were there territory considerations making that happen? This allows for identification and application of insights immediately. Useful for both managers and reps, this highlights opportunities for immediate capitalization and areas for improvement.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 196 words used.
The following attachments and links are included to support our nomination:
● Documentation on SPI’s Field Enablement Suite referenced in the nomination
● Two case studies (residential internet sales and financial services) detailing results of the field work enabled by this tool set
● Covid Quickview summary - The Territory Management and Visualization element of our suite was modified by SPI for a different use case. It became available for wide usage in the summer of 2021 with additional development during 2022. During Covid field closures, we realized that our tool set could help public health departments (after some programming modifications on our part) to track Covid and infectious disease cases and transmission over time and track connections between infections. It can assist in tracking how vaccination rates impact outbreaks to better identify resources needed for the most effective health department responses. This tool called Covid QuickView was made available at no charge for US public health departments.
● Link to the SPI homepage for more information about our organization
Thank you again for your time and consideration of our mobile field enablement suite for sales and marketing mobile application - best new version for 2023.
- If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:
Summer of 2021 marked completion of the integrated field enablement suite. This went into immediate field use through our work as a Sales Outsourcing provider representing clients in healthcare, finance, and telecommunications field sales. The Salesforce integration for route planning was completed in 2022 expanding the application of how this can be used as a mobile solution (why we used the new version category.)
The enablement suite is currently available for clients where SPI provides services. This is being expanded in the near future.
- Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 349 words used.
SPI's initial client set since the launch has seen the tool set used in hundreds of thousands of sales interactions in healthcare, finance, and telecommunications field sales throughout the US.
Achievements realized through using the field enablement suite:
Healthcare: 17% increase in prescriptions issued from application usage in aggregate of all US territories. The tools likely helped increase productivity further but the first 17% increase we can document as a causal factor from improved territory control from our tools.
Telecommunications: The field tool kit was instrumental in increasing production through a complex process of resting opportunities in careful rotations to maximize production while not wearing out welcome in those neighborhoods. The territory level rest-rotation scheduling alone yielded an increased presentation rate of more than 10%. Integrated into route planning, this allowed for closing call back opportunities while only working appropriately "rested" opportunities. The field teams using this grew a mid-tier ISP in the South Denver and Greater Raleigh markets from 5% market penetration to 55%. This was done head to head against the largest telecommunications companies in the world including Centurylink, Xfinity, AT&T/Spectrum, and Verizon.
Finance/Merchant Processing: Work done with a Fortune 500 credit card company where they went to market in more than 40 states to activate and drive revenue from inactive or reluctant processors. The SPI enabled achieved the highest production of any of their channels - including telephone and marketing. The teams performed at 134% above target on a monthly basis working hundreds of thousands of opportunities. Although our tools cannot be credited for all of the successes, the program itself might not have been possible without them. This client's target lists changing by tens of thousands each week. Other channels would disregard the changes or wait months to work them meaning missing key opportunities. Our ability to use the field enablement suite to generate dynamic (automatically adjusting all nearby territories) territories as frequently as daily resulted in being able to work 20% more opportunities than other channels. When that is combined with prioritization of opportunities - it drives higher total number and value of sales.
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